How Your Sales Process Impacts Your Customer Relationships, According to Research
Recently, Jim Dickie and Barry Trailer, co-founders of Sales Mastery Advisors, put out a report that represents a level of study that I find to be rare in the sales industry nowadays.
Podcast: Rethinking Revenue with Beth Yehaskel
Welcome to another episode of The Art and Science of Complex Sales. Today, we’re joined by Beth Yehaskel, Owner and Interim GTM Executive of Elevate GTM Executives LLC.
If You Want to Win More Deals, You Have to Fit Your Mental Model to Reality
In the sales world, we talk a lot about growing your pipeline, qualifying prospects, and closing deals. But if you really want to get out of a rut and win more deals, what you have to do is evaluate your mental models and fit them more accurately to reality.
How DSRP, A Systems Thinking Framework, Can Make Us Better at Sales
Systems thinking is a way of looking at the world that helps solve what are often referred to as “wicked problems.” On the global stage, “wicked problems” include issues like world hunger, ongoing military conflicts, and environmental degradation. But “wicked problems” can also apply on a more modest level, such as the biggest and most difficult challenges your sales organization faces.
Podcast: Innovative Approaches to Sales Success with Roderick Jefferson
How can the integration of strategies, processes, and technologies revolutionize the customer lifecycle from lead generation to post-sales retention? Join us with Roderick Jefferson, CEO of Roderick Jefferson & Associates.
The Psychology of Assumptions and How They Impact Sales
Assumptions are an essential part of human nature. We all make them, whether it’s assuming that your political candidate means what they say or that your car will start in the morning, we may not all make the same assumptions, but we all make assumptions.
